psychology

Small Business Weekly Planning Calendar

As a small business owner, it’s hard to juggle everything, but having a weekly planning calendar helps. It’s easy to feel busy without making progress on what’s most important. You can get to the end of the week and wonder … Read More

always-be-closing beliefs are the biggest sales obstacle

Our own beliefs are the biggest sales obstacle

Sales is hard for anyone, but especially when you start your own professional services business, your own beliefs are often the biggest obstacle to sales. I started with some strange, self-limited beliefs about sales. Over time, I realized that I … Read More

Call Scripts for People Who Hate “Selling”

Call scripts get a bad rap, because they can be terrible, especially if you use them wrong. But call scripts can be really useful to: Give you a game plan for a call, instead of struggling over what to say. … Read More

Shhh… here’s a secret

Every great company is built on a secret. At least that’s what Peter Thiel writes in his book¬†Zero to One: Notes on Startups or How to Build the Future. So here’s the secret at the heart of what I do … Read More

Things I’ve Learned This Decade

Being angry or mean (to others of yourself) rarely makes things better. But anger and other emotions are telling us something– listen and then decide what to do. When other people are angry or mean to you, it often has … Read More

Real and imaginary barriers

Running a business is hard. There are so many barriers to success. Sales, financing, delivery, marketing, recruiting, just balancing everything, knowing what to focus on next, etc. Yet we often make it harder on ourselves by creating imaginary barriers in … Read More

“Help”, Don’t “Sell”

Yesterday I met with a very smart, conscientious guy who takes great pride in helping his clients. He said, “I know I have to get better at sales, but I hate it!” So I recalled my journey. “Selling” is not … Read More

The Sales for Nerds Signed Bookshelf Giveway

I’ve been lucky enough to have a bunch of awesome authors come on Sales for Nerds, and Aaron Ross recently recorded his 2nd interview, for the new edition of From Impossible to Inevitable. I asked if he had any signed … Read More

Create a Weekly Calendar

If you feel really busy, but by the end of the week you haven’t done the main thing you set out to do on Monday, you may need a weekly calendar. I have to admit, I only started doing this … Read More

fuel for nerds not pancakes

My best productivity hack

Is anyone’s life slowing down? Work isn’t slowing down. Life isn’t slowing down. How do you handle it all? I’ll share a few things I do, including the simple, most useful, best productivity hack I’ve discovered recently. Get Control of … Read More